How to sell an apartment: detailed instructions. Showing an apartment to a buyer How to buy an apartment with the help of a realtor? main features

Rodion Sovdagarov, head of the consulting bureau Sovdagarov HR services, a famous business coach from Moscow, talks about how a realtor can successfully interact with a buyer and seller when showing an apartment.

I find the concept of “viewing” extremely harmful. It is never a viewing, it is always a showing, and its task and methodology are different, depending on whether the realtor is working for a buyer or a seller. However, there are a few general points worth remembering. First about them.

1. A demonstration is a critically important action from the point of view of marketing a real estate service, because a demonstration is almost the only moment where the client sees with his own eyes the work of a realtor. As our research shows, it is by the behavior of the realtor during the showing that the client first of all evaluates the quality of his work. That is, you can do all the paperwork wonderfully, conduct a marketing analysis, but make a mistake at the show, and the client will think that you are a complete fool.
2. During the showing, the realtor has 100% initiative. It shouldn’t be like this: so I went to a corner (this is the difference between “showing” and “viewing”), and they themselves are watching something there. Firstly, the client’s assessment will depend on the behavior of the realtor. Secondly, the clients themselves will definitely not see anything: they will only see what is shown and what they focus on. Thirdly, the display is potentially dangerous situation, fundamentally conflictual if the owners are present there. In fact, at this moment there are 2 owners in the apartment, the past and the future, and sparks definitely begin to spark between them. Moreover, if the buyer really likes the apartment, then at that moment he begins to mentally arrange the furniture, move his relatives in, and he begins to terribly dislike everything connected with the previous owner. Criticisms are expressed and conflict arises. This is why initiative is so important for a realtor.
3. About the counterparty to the transaction. Anything can happen, so you may come across a clown on the other side. How to insure yourself against this? The only way is to agree on the show schedule in advance. For example, you say to your contact agent: “Let’s talk, the show lasts half an hour. First, we introduce our clients, agree in advance what can be given to the client, what is and what is not in the handouts. Then it’s your 10 minutes, show and tell, I won’t say a word, sing your song. Then I take the initiative and ask my questions. Get ready, we always check this and that. Our goal is not to disgrace you.” Then we come to the show and understand a simple thing: a person adheres to the regulations - it’s good, if he begins to grossly violate the established rules, my advice is: take your client and evacuate him from there. If the realtor, on the other hand, cannot adequately demonstrate himself at the initial stage, then imagine what he will do during the transaction.

Now let's separate two points: and.

If we work from the seller

The ideal display is when there is no owner at all, but this is rarely achievable.

First, the apartment must be prepared.

What is a show-ready apartment? General principle– the less visible the life activity of the current owners, the better. The apartment should be clean, ventilated: as little household odors as possible. No air fresheners: Russian people associate them with the toilet. If you need to give pleasant smells, the ideal option is the smell of freshly brewed coffee or something baked. To do this, just throw a few coffee beans into the microwave - that’s it, you’ve already got the desired smell.

Place furniture against the walls to maximize free space. If possible, flowers should be removed from the windows; they block the light. In general, in a display situation, the ideal place for home flowers is on the landing to give a well-groomed appearance. If the show is in the evening, then it is better to change all the light bulbs to 100-candle lights. The main thing is that it is very light.

The basic principle is more light, space and air.

The ideal is a well-lit, empty apartment with whitewashed walls. Get as close to him as possible. Anyone who can be kicked out of the apartment should be kicked out. Be sure to remove pets. No excuses: “He doesn’t bite,” “He’s affectionate,” “He’s kind.” The pet will not be kind at this moment for a simple reason: he will see how a stranger has come to take over his house. And even the cutest animal in such a situation begins to show aggression. Therefore, let the neighbors take the animal for a walk or go for a walk, and at the same time we automatically remove family members from the apartment.

Pay attention to the entrance. People start asking prices from there: prepare the area, at least hang an old calendar on the wall. By the way, this is the only place where you can use an air freshener, especially if it smells like garbage or rats.

Second important point– preparation of the owner.

The owner must be forced to remain silent. Why? I'll explain what's going on. He, poor thing, is worried that his apartment will not be shown properly and begins to interfere, disrupting the structure of the show. Therefore, we convey to him simple logic:

“Enemies are coming to you, these people are here for the sole purpose: either to waste your time, or, if they like the apartment, to throw all their efforts into bringing down the price. You are under interrogation, I am your lawyer. Any word you say will be used against you. If it seems like I haven't made something clear, tell me."

Accordingly, what to present at the show itself? Definitely not an apartment. It's crazy when a realtor starts telling you, "These are the walls, this is the door, this is the toilet." The display must include a printed map, for example, from Yandex.Maps, showing key objects correlated around the infrastructure. Because we are not presenting an apartment, but the social opportunities and lifestyle changes that it provides: location, resources.

A very useful thing is a map of neighbors: who lives above, below, on the side, if the neighbors are decent. If the neighbors are “indecent,” then we talk not about nearby neighbors, but about resource ones. Who are the useful people living in this entrance: employees of local authorities, housing and communal services, law enforcement officers, etc. We tell and carefully monitor the buyer’s reaction, react to his emotions, but at the same time there must be a plan: we do not blindly follow the buyer’s interest , we present the apartment according to a certain logic.

One more point - there must be handouts with several photographs, a map, a description, contact information. This flyer is handed to the buyer or realtor. The buyer looks at many objects that are mixed in his head. But if he receives handouts, he will remember your apartment, moreover, he will highlight it among other showings.

The owner needs to be controlled during the work process, because he is nervous and eager to fight. Therefore, firstly, he needs to really show how we beautifully present his apartment. Secondly, you need to respect his fetishes. Each apartment seller has something that he considers especially valuable in the apartment, despite the fact that it usually is not so. But this still needs to be shown, otherwise the owner will think that we did not tell the most important thing. Thirdly, there are “non-stop” hosts with whom you need to learn a speech: give some piece of speech, but immediately agree that you control the whole process. And the owner will not have the feeling that he has been pushed into a corner.

It is important to have the buyer sign the viewing sheet because there should be at least some trace of the showing. The viewing sheet must contain several entries to confirm that there is interest in the apartment and this buyer is not the only one who came to see it.

If we work for a buyer

The main mistake a realtor makes when he comes with a buyer is that he makes excuses for bringing the client to this particular apartment and starts praising it and “selling it.” A realtor does not have such a task. The realtor who came with the buyer should be the most helpful organizer and curator of all discussions. He, like the Lord's Prayer, must have a plan for the technological examination of the apartment, because the person who comes to the showing will be confused. This is a stressful situation: in 15-30 minutes you need to inspect an apartment where you will live for several decades.

In this situation, the realtor calmly takes the initiative: after the showing, he begins to ask questions about the inspection map:

• presence/absence of redevelopment;
• operation of key technological units;
• work of the riser, hood;
• double-glazed windows: are they installed correctly, are they exposed to ventilation.

We check the apartment for the presence of fungus and leaks, pay attention to the floor: laminate or linoleum.

All this can be easily googled on the Internet on sites related to repairs. The realtor must calmly and carefully carry out the initial examination for the client. Thus, showing the client the “product” and why realtors exist in this world in general. Plus, identify all the shortcomings: if you like the apartment, we need arguments to bring down the price, which appear in the process of technological examination.

It is important to agree with the buyer so that he shows less emotion during the show. Dissatisfaction and criticism will result in conflict, and excessive interest and compliments will result in difficulties when bargaining.

A standard showing of an apartment by a seller, which I have observed quite a few times, looks like this. Buyers, together with the seller or his realtor, walk around the apartment, and, entering the rooms, the seller (or his realtor) says: “This is our kitchen, and this is our bedroom, etc.” That's all. Next, buyers inspect the specified premises and ask some questions. If there are no questions, then the seller silently stands aside. It's not really a show. You can’t even call it an excursion, because the guide usually tells something about the subject of the excursion. And it would be nice if this was done by unprofessional sellers - apartment owners, but this behavior, unfortunately, is typical of many “specialists”.

What should be done? But we should remember that the apartment in this case is a product. And the product needs to be presented! And if pre-sale preparation is a beautiful wrapping of a product, then showing an apartment is its demonstration. Imagine that you are buying something in a store, because a good seller will definitely tell you about it, show you, let you touch it, and in general, demonstrate your product. So why do sellers behave differently when selling an apartment? After all, in fact, when entering an apartment, the buyer does not know anything about it. And the task of a good seller is to tell about it. Show all the advantages of the apartment, talk about the advantages compared to other similar offers. And, by the way, I don’t recommend keeping silent about the apartment’s shortcomings at all. Firstly, it is not a fact that the circumstances that you consider a big disadvantage are such for someone who wants to buy an apartment. Secondly, the buyer will most likely see all the shortcomings of the apartment himself, and you will not be able to influence the conclusions he draws. But if you present a disadvantage in combination with an advantage: “Our pipes are bad, but the first entrance has already begun to be repaired, and in a week it will be our turn,” then the disadvantage may look completely different in the eyes of the buyer. But in order to compensate for the shortcomings of an apartment in this way, you need to clearly understand the advantages and disadvantages of competing apartments. From my own experience, I know how well the phrase “We have such a disadvantage, but in comparison with similar apartments currently for sale, we have such and such advantages,” works on potential buyers.” And even if buyers have not yet looked at your competing apartments, then during their viewing they will definitely remember your words. And perhaps these words will play a decisive role in choosing your apartment. Especially if other apartments are sold by inept sellers.

The main stages in the sale of an apartment, not counting the conclusion of a purchase and sale agreement, are searching for a buyer and showing an apartment. Without careful preparation for them, there can be no talk of concluding any agreement on the sale of property. Today the easiest way for a buyer to buy an apartment is on the Internet or you can use the “classical” methods of searching for it, for example, place an ad in the newspaper or others

In addition to independent methods of searching for a buyer, you can resort to To. Although they work for a fee, calculated as a certain percentage of the completed transaction, this will save their own effort and time.

Do not forget that selling an apartment, like any other real estate, anyway associated with.

How to look for buyers when selling an apartment?

The higher the price of the property being sold, the more difficult it is to find a buyer. The apartment definitely belongs to the category expensive property and that is why you need to look for a buyer exclusively among people who have the funds to buy a home, as well as a specific desire to acquire a home. Due to the large number of Internet resources, as well as professional firms providing advertising or real estate services, the choice of how to find a buyer and the possibility of selling an apartment are quite high.

Worth highlighting two main sales method:

• without intermediaries (on your own);
• with the participation of intermediaries (with the help of a realtor, etc.).

You can sell an apartment using both the first and second methods. It depends from many factors, such as:

• economic situation in the country (crisis);
• the situation on the real estate market in a particular region;
• the object of sale itself (cost, location, etc.);
• seasonal variations.

It is also worth considering that in many regions of the country there are different government programs aimed at helping certain categories of citizens purchase housing (young families, young specialists in rural areas etc.).

Such programs are carried out by providing subsidies from federal budget, of which the constituent entities of the Russian Federation provide citizens with social payments for the purchase of housing.

Therefore, when receiving such subsidies in the constituent entities of the Russian Federation, it may demand for housing will increase, since such cash are targeted, that is, they can only be spent on purchasing housing.

Without intermediaries

Selling an apartment yourself involves a minimum of financial costs and a maximum of your own efforts. In order to find a buyer for an apartment without intermediaries, you need actively advertise your real estate. This can be done in several ways:

• posting an advertisement on the Internet;
• posting advertisements in specially designated places;
• submitting advertisements to special printed publications, advertising on local television, radio, etc.

Most Popular The current way is to post an ad on the Internet.

Several specialize in the purchase and sale of real estate popular sites, for example, “Avito”, “Domofond”, “From Hand to Hand” and some others.

In order to buyer noticed advertisement, when posted on the website, you must attach several photographs of the apartment for sale (including the yard, house). Information about housing characteristics should be brief, but fully reflecting all the main parameters. There is no need to add unnecessary information to your ad.

Search for a buyer by a realtor

Finding a buyer with the help of a realtor most expensive method sale of real estate, but at the same time expending the least amount of own effort. Real estate companies on modern market there is quite a lot of real estate. On the Internet you can read reviews for each similar company, choose the most popular and the one that inspires confidence. In this case, the seller needs to enter into an agreement with the realtor, after which he will begin searching for buyers.

Agreements with realtors are mainly divided into two types:

• agreement for the provision of real estate services (in particular, agency contract to find a buyer);
• contract of agency (Article 971 of the Civil Code of the Russian Federation).

An agreement for the provision of real estate services is a “classic” agreement, which specifies specific responsibilities realtor to find a buyer for the property being sold. The agency agreement seems to have somewhat broader powers: the seller transfers to the realtor the right to make certain legal actions. Each contract is negotiated separately, modified in accordance with the rules of the company and the wishes of clients, since there are no uniform rules for such contracts in Russian legislation No.

If you select any of the above options, you must study the text carefully of the contract, not to allow violations of one’s own rights, to be attentive to all footnotes written in small print and to other exceptions and amendments to the contract.

How to show an apartment to buyers

Before showing the apartment, buyers must complete its pre-sale preparation. First of all, you need to put the apartment in order, it should be clean. The seller should also take measures to eliminate unpleasant or pungent odors in the apartment, if any. If possible there should be personal belongings removed, for example, family photos, various postcards, certificates, so as not to once again remind the potential buyer that he is on foreign territory. Easy redecorating It will also be beneficial; it is also worth fixing small parts in the apartment, for example, a door handle or a dripping faucet in the bathroom.

To objectively assess the readiness of the apartment to receive buyers, you can invite a friend or colleague to appreciated appearance apartments with a “fresh look”.

It is worth noting that it is better to show the apartment to every potential buyer separately. We must try to find everyone individual approach, do not bother with a description of the characteristics of the apartment during the inspection, let the buyer independently look around and evaluate the housing. It is necessary to answer all questions and point out the advantages of the home being sold. It is better not to set a time for buyers to inspect the apartment “back to back”, so that this does not confuse buyers, force them to wait or leave the apartment earlier than planned.

Showing an apartment by a realtor

To successfully show an apartment to a realtor, you need to tell him everything you need information about the apartment. You should not hide the shortcomings and disadvantages of the apartment. Better inform immediately about them to the realtor, and he will decide exactly how to show the pros and cons of the apartment without spoiling the overall presentation.

In addition, it is advisable to inform the realtor about features of the area, in which the implementable object is located (if it is not already familiar with them).

The emphasis should be on transport interchanges, schools, shopping centers, etc., located near the apartment.

If an apartment inspection is carried out jointly by seller and realtor, it’s better not to interfere with a professional doing his job, however correct if necessary. It is also necessary to listen and, if possible, follow the recommendations of the realtor by inviting him to preliminary inspection apartments without potential clients. It’s easier for a professional in this field identify flaws and positive aspects of the object being implemented. Showing an apartment by a realtor does not cancel the preparation of the apartment by the seller for its showing.

Agreement for the provision of services for showing apartments

Many real estate sellers resort to the services of a realtor not only to find potential buyers, but also to don't waste time to show the apartment to everyone. For such purposes, it is compiled separate agreement for the provision of apartment showing services. In this case, the realtor is given a duplicate of the keys and the right to show the property being sold to clients. Usually, for this additional service you need to pay extra, but sometimes it is more profitable than getting to the apartment for sale.

Between Skoptsov L.A. and the Dom-N law firm entered into an agreement for the provision of services for showing the apartment sold by Skoptsov. This agreement was additional to the main agreement for the provision of real estate services. Having indicated the cost of the service in the contract, a specific person (realtor) from the law firm, the parties came to an agreement and Skoptsov handed over a duplicate key to the apartment for the firm to show the home to buyers. After two weeks of showing the property by the realtor, a buyer was found, with whom Skoptsov entered into a purchase and sale agreement.

Agreements of this kind are normal practice, especially when the property being sold is located quite far from the seller’s place of residence.

Power of attorney to show an apartment

Usually a power of attorney for showing an apartment separately not issued, but is included in the general “package” of trusted actions. Thus, you can entrust the realtor with the conclusion sales agreement, collection of documents, representation of interests in government agencies and so on. It is worth noting that such a power of attorney must be certified only notary.

A power of attorney certified by a lawyer of a firm providing real estate services will not have legal force.

Therefore, in practice, contracts for showing an apartment separately from other realtor services are more common, while a power of attorney for the provision of the same service is included V general list services(conclusion of an agreement, representation of interests in government bodies).

How to bargain when selling an apartment

When submitting an advertisement for the sale of an apartment, it is best to proceed from the fact that the price of the property being sold must include some amount for bargaining. This amount should be small, and such a slight overstatement is much better than mentioning the word “bargaining” in the advertising text. Also, don't negotiate apartment price reduction by phone. It is best to organize a meeting, inspect the apartment, and discuss the size of the discount on the spot.

It is worth reducing the declared price of a home only if significant shortcomings apartments.

In addition, in order to sell an apartment faster, it is necessary compromise with the buyer, because he somehow wants to purchase the property at the lowest price, so sometimes you need to slightly reduce the previously set price. Initially, you need to be prepared to reduce the price, so for these purposes it is possible to initially increase the cost of the apartment when submitting an ad.

Conclusion

The first step towards selling an apartment is to find a buyer who is ready to purchase such a property. The simplest and most inexpensive way is to place an advertisement for the sale of real estate. in the Internet. If the waste of personal time and effort is unacceptable, then you can resort to the help of intermediaries who, for an agreed fee will search potential clients-buyers.

The second step on this path is demonstration homes sold to buyers. This stage cannot be avoided; you need to carefully prepare for it - you need to bring the apartment into "marketable condition. For this purpose it may be necessary to implement financial expenses, because even light cosmetic repairs have their price. However, it is worth noting that creating a pleasant appearance of such property significantly increases the possibility of its implementation.

Also, do not forget that it is not necessary to show the apartment yourself, since such a matter can be entrusted to a professional intermediary on the basis of a concluded agreement. In addition, you need to be prepared to a possible “bargain” in the process of selling an apartment.

Question

Should I contact a realtor to sell an apartment?

I am planning to sell my apartment. Is it possible today to implement it on your own without contacting a realtor? What needs to be done for this and where are the best platforms for selling real estate?

Answer

However, in this case, it is necessary to adequately approach both the cost and the characteristics of your apartment, and avoid overestimating or underestimating the price and making other mistakes.

Each option has its pros and cons. When selling on your own, you will spend a lot of effort and time, including on settlement legal issues, but you will save on the commission to the intermediary.

Selling an apartment with the help of a realtor is easier. All you need to do is find an intermediary, be present at viewings of the apartment (preferably, but not necessary if you are, for example, in another city) and at the conclusion of the purchase and sale agreement. But for help you will have to pay a specialist 2–6% of the value of the property.

Managing partner of the Goodman Estate real estate agency Denis Rumyantsev advises when choosing a realtor to pay attention to his competence, and not to the time he has worked on the market.

The intermediary must have technical, economic, legal knowledge and be an appraiser, engineer, lawyer, broker, psychologist, salesman, marketer, photographer all rolled into one.

Denis Rumyantsev, managing partner of the Goodman Estate real estate agency

To verify the competence of a realtor, you can ask him to present documents confirming his knowledge: diplomas, diplomas and certificates. A marker of professional suitability will also be membership in professional communities, for example, the Russian Guild of Realtors.

Be sure to ask how you can sell your apartment within the time frame you are interested in and for the maximum possible price. possible price. Ask to share personal sales successes in your area. It is also important to find “your” person with whom it would be comfortable, pleasant and easy to work and communicate.

How to sell an apartment without intermediaries

1. How to evaluate real estate

A correct assessment will allow you to sell your apartment quickly without losing money. According to Denis Rumyantsev, average prices can be found on the website Federal service state statistics. But this portal is not the ultimate truth, since the cost of a particular apartment consists of several factors. The price is affected by:

1. Number of rooms.
2. Apartment area.
3. Layout: isolated rooms are valued higher than adjacent ones.
4. The surrounding area, infrastructure: parking and a playground in the yard or nearby, grocery stores, schools and kindergartens within walking distance will allow you to sell the apartment at a higher price.
5. The floor on which the apartment is located: the higher, the better.
6. The presence of a balcony or loggia.
7. District: proximity to the center and public transport stops, the presence of nearby parks and recreation areas, and so on are taken into account.
8. Amount of utility bills.

To independently set the price of an apartment, you need to find the most similar objects on the market. Use all available sources: classifieds sites, real estate magazines, and so on.

The average price for a similar apartment will be what you are looking for. It can be increased slightly if you are willing to wait a long time for a deal, or decreased slightly if you need to sell the property urgently.

An object whose price is 15% higher than the market price accounts for up to 10% of all possible buyers, and 10% accounts for a third. Correctly priced real estate will attract 60% of potential clients.

2. What documents are needed to sell an apartment?

To conclude a real estate purchase and sale transaction, the seller must have in hand:

• passport;
• certificate of ownership;
• cadastral passport for the apartment from the BTI;
• an extract from the Unified State Register of Real Estate (you need to get it from the territorial branch of Rosreestr, or on the department’s website, or at the MFC);
• an extract from the house register about the number of persons registered in the apartment (go to the management company, HOA, housing cooperative or MFC);
• a certificate confirming the absence of debts on utility bills (housing association, housing cooperative, management company, housing office or Unified Information and Payment Center);
• a certificate of the legality of the redevelopment, if it was carried out (BTI);
• notarized by the spouse for the sale of real estate if it was purchased during marriage;
• permission from the guardianship authorities to sell an apartment if its owner is a minor.

3. How to advertise an apartment

To attract potential buyers, you need to correctly compose and place an advertisement for the sale of an apartment.

Take high-quality photos

It’s not enough to casually take a photo of the apartment on your phone. Prepare your living space for filming. Remove from the frame everything unnecessary, dilapidated, too everyday, unpleasant to the eye. Wipe off the dust, wash the plumbing fixtures, carefully place your shoes at the threshold, sort out the tubes and jars on the open shelves. Add elements of coziness: a bouquet of flowers on the kitchen table, decorative pillows on the sofa.

It is better to take the photo on a sunny day.

Write attention-grabbing text

Make a detailed advertisement indicating all the advantages of the apartment. The first part of the text should contain specifications: number of floors of the house, number of rooms, presence of a loggia, and so on.

Think about the advantages of the apartment that are not important to you, but may be of interest to the buyer. For example, for childless people it is not important to have kindergartens and schools nearby, but proximity to educational institutions is an advantage for a large family.

Post an ad

Select sites to advertise your apartment. Among the universal sites for selling real estate in Russia are Avito, Domofond, and Yandex.Real Estate. There may be local ad sites in your city.

4. How to show an apartment and negotiate with a buyer

Before demonstrating the property to potential buyers, it is necessary to tidy up not only the apartment, but also the entrance. Screw in bright light bulbs in the staircase, wash or at least sweep it.

At home, glue the wallpaper that has come off the wall, wash the windows, clean the drains so that there is no unpleasant odor. You can bake a cake before meeting with a buyer: you don’t have to eat it, but the smell of fresh baked goods will create a pleasant feeling for the visitor.

Your task is to create a wow effect during any contact of a potential buyer with you and your property.

Denis Rumyantsev, managing partner of the Goodman Estate real estate agency

Talk to customers correctly

You know well not only the advantages, but also the disadvantages of the apartment. Look at it through the eyes of the buyer and think about what questions he might ask that will cause his dissatisfaction. Make a list of arguments that will persuade the person who comes to your side.

The potential buyer will most likely bargain. Especially if a reseller came to the meeting and was interested in reducing the price as much as possible. Decide in advance how much you are willing to go down to. The buyer can give various (including non-existent) arguments why you should sell the apartment cheaper. Do not succumb to psychological pressure, look at the situation soberly, and defend your price.

5. How to conclude deposit and sale agreements

Deposit agreement

This is a document that confirms the seriousness of the intentions of both sides. The buyer declares his desire to buy a property and transfers a certain amount to the seller (usually 2-5% of the final cost of the apartment). The owner of the apartment, in turn, undertakes to sell it to this particular client at the agreed price.

Provides sanctions in case of refusal of the deal for both participants. If the buyer changes his mind, the seller keeps the money. If the property owner does not want to sell the apartment, he will refund the deposit in double amount.

Contract of sale

Before the transaction, the seller must prepare a package of documents for the property and register all residents registered in the apartment.

Usually issued by a notary. It is signed after you receive money for the apartment and write that the buyer has paid you.

After signing the contract, you need to submit documents to register the transfer of ownership of the property to territorial body Rosreestr. The state fee for fixing a transaction will be 2,000 rubles.

6. How to transfer money

Through bank deposit boxes

The buyer rents a safe at the bank depository and enters into an agreement with the institution, which stipulates the conditions for access to the safe deposit box of the former owner of the apartment. For example, the existence of a purchase and sale agreement.

The seller, in turn, rents a safe, where he places a receipt for receiving the money. The buyer will be able to pick it up after the transaction is concluded under the conditions specified in the cell rental agreement. For example, again if there is a purchase and sale agreement.

Both parties to the transaction must be present when filling out the cells. This way the seller can count the money, and the buyer can make sure that the receipt is in place.

Through a notary's deposit

A notary can conduct a transaction through his own account: take money from the buyer and transfer it to the seller. But the service will most likely include a bank commission, the size of which depends solely on the appetite of the institution.

Cash transfer

Without any tricks, you can exchange money for a receipt confirming its receipt. In this case, it is worth counting them, examining each bill for authenticity. It is better to conduct a transaction under cameras or in front of witnesses (for example, in a notary’s office).

Of course, you should not talk about where and when you will receive a large sum money to bring it safely to your home or bank.

7. How to transfer an apartment to a new owner

On the day the documents are submitted to Rosreestr, the seller gives the buyer the keys to the apartment. The parties sign the property, which confirms that the buyer left the apartment in proper condition.

How to Avoid Scams

In real estate transactions, the most vulnerable link is the buyer. But the seller also has something to pay attention to:

1. The transfer of money must take place before signing the purchase and sale agreement. Otherwise, the seller risks being left without paying for the property: the deal has already been concluded and the buyer has no reason to rush into payment. If you are dealing with a scammer, he can quickly sell the apartment and disappear with a double portion of money: yours and the new buyer's.
2. Do not give original documents to either the buyers or the realtor until the transaction is completed. Otherwise, the apartment may be sold without your knowledge.

One careless word from the seller can ruin the impression of the best apartment and ruin the deal. We have collected typical mistakes things to avoid when showing an apartment to a potential buyer

Mistake 1. Persuasion

Nobody likes intrusiveness and excessive pressure from the seller. Therefore, during the showing, it is better to limit yourself to talking about the characteristics of the apartment and answering questions from potential buyers. At the same time, you should not openly praise your property: the seller’s excessive enthusiasm usually suggests his dishonesty. Professional realtors advise being completely silent during the showing: any careless word may seem rude, vulgar or tactless to the client, or simply be misinterpreted and ruin the entire impression of the apartment.

Mistake 2. Asking unnecessary questions

The apartment showing stage is the stage at which you answer questions. If the buyer shows real interest in the apartment and expresses a desire to conclude a deal, then it’s time for you to take an interest in his legal and financial viability. Until this moment has come, asking whether the potential buyer has money, where he got it from and how he can confirm its presence is extremely inappropriate. Some may simply be offended by such a question, while others may find it suspicious: they say, if the seller does not trust the buyer, it means that he himself is in trouble.

Mistake 3. Creating too much comfort

An apartment prepared for sale or rent must be a “clean slate” - tabula rasa. That is, even if someone lives in it at the time of the show, the interior should be as impersonal as possible. No decor, bright spots or flashy colors. A potential client's taste may be very different from yours, and what you think creates a feeling of coziness and warmth may seem off-putting to buyers. For example, some colors of furniture upholstery and carpets visually “age” the apartment, and an excessive number of small furniture - chairs, bedside tables, cabinets, etc. - clutter and reduce the living space.

Mistake 4. Mess, things in the aisle

It goes without saying that before showing your apartment, you should put it in perfect order. In addition, take care to free up the passages and at least the central part of the rooms and kitchen as much as possible. Remove shoes, toys, boxes, building materials from the floor (if the apartment is being shown at the stage of renovation) - in general, everything that will distract the attention of buyers and that they can simply trip over. It is also worth ensuring free access to windows and radiators.

Mistake 5. Poor lighting

Remember: poorly lit and especially dark rooms always look extremely uncomfortable and unattractive. This means that poor lighting - and even more so the absence of it - can turn any, even the most well-planned and spacious apartment into a closet. If you are selling an apartment without renovation, ensure good lighting in every room, right down to the corridors and, of course, the bathroom. And you shouldn’t rely on large windows and white ceilings: it’s not at all a fact that potential buyers will want to inspect the apartment during the daylight hours.

Mistake 6. Wrong smell

Strong smells of food, tobacco and even perfume can spoil the impression of viewing an apartment, so before showing the seller it is better not to overdo it with perfume, not to smoke or indulge in food flavored with onions and garlic. If you are showing the apartment you live in, be sure to ventilate it before the buyer arrives: you may not feel the smells you are used to, but the “person on the street” may find them repulsive. Aerobatics is to fill the apartment with the aromas of freshly ground coffee, bread or vanilla. They create a feeling of comfort for guests and encourage them to buy.

Mistake 7. Meeting the tenants

The fewer people in the apartment during the showing, the better. If the apartment is residential, all residents may well go somewhere for those 15–30 minutes during which the apartment will be inspected. If one of your household members is still present at the show, let him not participate in it; that is, there should be one “host” for the event. If it happens that your entire family is at home during the showing, under no circumstances try to play the hospitable host and introduce all your relatives to potential buyers. Excessive hospitality may seem intrusive and will simply put people in an uncomfortable position.

Mistake 8. Not knowing your apartment and your area

It is impossible to predict absolutely all the questions that potential buyers may have. Realtors say that some clients are even interested in the level of radiation in the house or the exact distance to the nearest bike paths. However, if the seller and buyer like each other, you can answer such exotic questions later, explaining that you don’t know this, you weren’t interested in it before, but be sure to find out and tell the buyers.